1.The earlier you start asking questions, the better. When your prospect senses quickly that you are prepared to direct the conversation through relevant questions, they are more likely to open up.

2.Open ended questions are a great way to get the prospect to share with you why they want seats. Five great questions that get them talking are: Tell me…, Share with me…, Describe for me…, what’s been your experience…, and Just out of curiosity…

3.Try not to interrupt. Give your prospect plenty of time to finish their thoughts. A one-second pause before responding to what they have said will create an environment where your prospect will open up.

4.Good listening is done with more than just your ears. Show enthusiasm for what your prospect is saying with your voice tone. Remember the 80/20 rule—you should be listening 80% of the time.

5.Every significant research study done on communication reveals that how you say something communicates at least as much as what you say.